Most boardroom conversations are still about how we can sell more stuff – not how we can be more meaningful in the lives of our customers?
If you want to seriously explore this path less traveled, here are two magic questions: How do our customers FEEL about their RELATIONSHIP with us? How do our customers FEEL (differently/better) ABOUT THEMSELVES because of their relationship with us? The second question is less thought about then the first, but it is at least as […]
Stop the sales pitch. Start a conversation. Start with a conversational phrase that focuses on a specific problem that your product or service solves. For example, you might say, “I’m just calling to see if you are open to different ideas related to preventing downtime across your computer network?” Your goal is always to discover […]
Lead Generation: Through an ad, a letter, a postcard, or other means, a qualified lead is produced.
That means, a person qualified to buy has stepped forward and asked to be provided with information. The information then sells you and sells the appointment. How a lead generation ad works like a ‘personals’ ad. If you’ve ever read, written, or responded to a ‘personals’ ad, you know that they are designed to do […]
Thoroughly assess the competition. BDC recommends looking mainly at the following categories: products and services, pricing, positioning and branding and market reputation. You may need to also look at their online reviews and any press they’ve received to get a thorough understanding of their reputation. After surveying this information, take a good look at your product and […]
You should be able to sum up your service experience in four words: timely, responsive, accurate, and friendly.
The key here is to always think about the experience from the client’s perspective. How would my clients want to interact with my company?
Do you have a defined process for communicating with new clients and prospects? If not, you’ll need one in place. No matter who answers the phone or is covering the front desk, new clients and prospects interactions should always be handled the same way. Have a protocol for assessing who should help based on the […]
“I am concerned about any attrition in customer traffic at Starbucks, but I don’t want to use the economy, commodity prices, or consumer confidence as an excuse. We must maintain a value proposition to our customers, as well as differentiate the Starbucks Experience. That is the key.” Howard Schultz
“Marketing is a slow burn – not the kind of work you’ll find exciting if you need instant gratification. People aren’t going to beat a path to your door the instant they see one of your advertisements, postcards, or emails. The reward in marketing comes, rather, through persistence. Be persistent with clear intent, and tell your story to the right people.” M. Darren Root
“Offer free information that is so useful on your website people would actually pay for it.” Jay Baer
Give away information snacks in order to sell knowledge meals down the road.